Monday, February 29, 2016

Muscle Memory in sales

One of the joys of my life is playing double bass in a big band.  Some of the music we play is at a very high speed.  I have to 1. read the notes; 2. have my left hand play the notes at the proper position on the neck; and 3. have my right hand pluck the proper string to have that note make a sound.  All at two to three times the speed of a heart beat.  You just can't do this if you have to think about what you're doing.
In sales, muscle memory is just as critical as in performing music.  When you're in a situation with an aggressive customer who has given you a couple of minutes of his precious time, you had better be able to present your case without stumbling--just like a musician performing before an audience.
A standard question and answer among musicians is: "what are the three things a musician must do to get to Carnegie Hall?  Practice, practice, practice."
In sales, being able to state the best qualities of your product in a couple of sentences, without hesitation and with conviction, is critical to success.
Step 1:  ask the smartest people you know to give you the 5 sentences you need to memorize that describes the best attributes of the product you're selling.  Step 2: memorize these 5 sentences until you don't have to think about them.  Step 3: be able to expand on each of these 5 sentences.  Have these sentences so deeply engrained in your brain that they are automatic.
And, if you're selling more than one product, you need to repeat this process for each product.
I can't emplasize enough the importance of this process.

1 comment:

  1. You are so right, an elevator speech for each product that you can go to without thinking!

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